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Nuclear Oncology Region Sales Director- Mid West

2 months ago

West Lafayette, United States Progenics Pharmaceutical Inc Full time
Job DescriptionJob Description

Lantheus is headquartered in Bedford, Massachusetts with offices in New Jersey, Canada, and Sweden. For more than 60 years, Lantheus has been instrumental in pioneering the field of medical imaging and has helped physicians enhance patient care with its broad product portfolio.

Lantheus is an entrepreneurial, agile, growing organization that provides innovative diagnostics, targeted therapeutics, and artificial intelligence (AI) solutions that empower clinicians to find, fight and follow disease. At Lantheus our purpose and values guide our behaviors in all interactions and play a vital role in creating a dynamic environment that contributes to our success. Every employee is crucial to our success; we respect one another and act as one knowing that someone’s health is in our hands. We believe in helping people be their best and are seeking to bring together a diverse group of individuals with different viewpoints and skill sets to be a part of a productive and inclusive team.

OVERVIEW:

Nuclear Medicine Regional Sales Director contributes to the PYL National Sales Strategy by achieving and exceeding sales and profit objectives in the allocated regional geography. This is achieved through regional business planning as well as hiring and leading approximately 5 to 6 field based PYLARIFY® Nuclear Account Manager (NAM). Success will be achieved utilizing key customer interactions in PET scanning centers and collaborating with Pharmacy Manufacturing Facilities (PMFs), Customer Excellence team member and overlapping PYLARIFY® Regional Sales Director. This position covers all aspects related to direct HCP and customer engagement.

Midwest States Covered: Illinois, Wisconsin, Michigan, Indiana, Ohio, Pennsylvania, West Virginia

The Nuclear Medicine RSD will attract, develop and manage a high performing team of approximately 5 to 6 PYLARIFY® Nuclear Account Manager (NAM) to achieve or exceed dose and sales objectives. This activity will contribute to Lantheus being regarded as the preferred partner in the PCa Imaging community. Key customer stakeholders include HCPs, Advanced Practice Providers, Nurses, Pharmacists, Department Administrators, and additional key personnel.

The Nuclear Medicine RSD is responsible for the creation and implementation of a strategic business plan to execute agreed tactics focused on fulfilling demand while representing a consistent Patient First approach. The Nuclear Medicine RSD will collaborate with stakeholder functions (e.g., National Accounts Director, PMFs, Marketing, Market Access, Medical Science, Commercial Operations, Supply Chain, Finance, Customer Excellence and Corporate Development, etc.) to optimize the customer experience and maximize business outcomes, ultimately contributing to the global revenues and growth expectations for the portfolio.

Qualified candidates must demonstrate an increasing record of success in their ability to develop, lead, inspire and retain a high performing sales team in achievement of objectives through effective communication and tactical product strategies. Must adopt a strategic and collaborative approach while providing innovative solutions to competitive market conditions.

Candidates should live no more than 1 hour from a major airport

Essential Capabilities/Competencies:

  • Oversee the regional sales strategy through execution of NAM territory business plans to include customer contracts, Pylarify market share growth and modeling competitive threats. This should lead to the achievement or exceeding of Pylarify sales forecasts and volume targets at both region and account level.
  • A high degree of coordination will be required with the RSD and PYLAM team who drive Pylarify demand by focusing on the referral physician community.
  • Manage the regional sales expense budget and allocate according to best ROI principles.
  • Input into the design and execution of Sales Force Incentive Compensation Strategy
  • Attract, develop, inspire and retain high performing NOAMs.
  • Work with relevant Functional Heads to manage growth and change, develop human capital, and create and maintain a culture of engagement and accountability.
  • Provide prompt and objective feedback, coaching, and counseling to enhance or improve performance by setting expectations and holding individuals accountable for performance and behavior.
  • Manage to appropriate HCP and customer usage of PyL in line with approved PI. This activity involves effective sales communications with Nuclear Medicine/PET clinics executing the referral order.
  • Cultivate productive relationships with customers to include HCPs, Advanced Practice Providers, Nurses, Pharmacists, Department Administrators and other key medical and administrative personnel from Nuclear Medicine and Radiology
  • Develop relationships with KOL’s in Nuclear Medicine and Radiology
  • Actively manage relations with Customer Excellence team and PMFs to ensure optimal supply chain fulfilment and contribution to sales forecasts.
  • Foster an integrated customer account strategy and drive the cultivation of synergy among Medical Affairs, Marketing, Market Access and all related work teams including PMF’s aimed at growth and continuous improvement; identify and provide market intelligence about trends in patient / disease management, competing technologies, reimbursement issues, etc. that may affect the appropriate usage of Lantheus products.
  • Prioritize multiple projects and drive focus on high impact opportunities; monitor Performance Dashboards to analyze, interpret, and execute actionable sales efforts, prioritizing customers and assigning responsibilities.
  • Comprehensive understanding of the pharmaceutical, diagnostic and PMF industry as well as HealthCare Systems (e.g., IDN, GPOs, Community Oncology, P&T Committees, referral patterns, etc.)
  • Ensure a compliant, ethical culture to promote Lantheus Holdings products and adhere to the highest ethical standards.

Minimum Skills, Experience and Education:

  • 2+ years contracting experience with healthcare entities; strong influencing and negotiation skills.
  • 5-+ years demonstrated successful sales experience in the health care field, including 2+ years in a sales leadership role, ideally in Uro-Oncology, Nuclear Medicine Diagnostics and/or Therapeutics. Demonstrate high clinical acumen and a focus on high priority opportunities.
  • Analytical business performance assessment, commercial operations, and managing resource allocation.
  • Communicate ideas and information, both verbally and written, in a persuasive and appropriate manner; ability to communicate complex or technical content in a convincing way to non-technical audiences.
  • Excellent coaching skills to maximize the productivity of high performing Account Management professionals.
  • Proficient MS Office and CRM skills
  • Experienced in managing multiple projects simultaneously and delivering results in a timely manner, effective management skills in environment of ambiguity.

PROFESSIONAL EXPERIENCE / QUALIFICATIONS:

Required

  • 15+ years in positions of escalating scope and responsibility within regulated life sciences organizations or the equivalent
  • Extensive commercial experience with a solid record of achievement in either therapeutics or diagnostics, including launch experience
  • Comprehensive understanding of the pharmaceutical, diagnostic, and or medical device industry and hospital systems (e.g., GPOs, Medical Directors, P&T Committees, referral patterns, etc.), as well as federal, state, industry, company and customer compliance regulations and policy

Preferred

  • Experience with selling/leading in a highly matrixed environment, and/or large account management preferred.
  • Clinical and/or technical discipline knowledge (e.g., radiopharmaceuticals, urology related disease states, treatment paradigms, and future trends)
  • MBA

OTHER REQUIREMENTS:

  • Routine overnight travel based on business need and frequent weekend work may be required.
  • Valid driver’s license

CORE VALUES:

The ideal candidate will embody Lantheus core values:

  • Let people be their best
  • Respect one another and act as one
  • Learn, adapt, and win
  • Know someone’s health is in our hands
  • Own the solution and make it happen

Any applicant requiring an accommodation in connection with the hiring process and/or to perform the essential functions of the position for which the applicant has applied should make a request to the Lantheus Talent Acquisition team at talentacquisition@lantheus.com.

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